Jorge Maximo

Experience

• 

  Universidade Paulista

  Feb 2017 - Feb 2019

  IT Technical Support

  - Installing and configuring computer hardware, software, systems, networks and printers- Resolve issues for staff and students via phone, in person, or electronically- Monitor and maintain computer systems and networks- Troubleshooting technical issues- Replacing or repairing the necessary parts

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  IBM

  Mar 2019 - Jan 2021

  Sales Operations - Subscription Annuity

  Sales Operations Intern for Brazil/Latin America on the Subscription Annuity team (former S&S and SaaS CE team)- Guaranteeing data quality and process enforcement- Perform sales cadences and forecast - Process optimization- Financial analysis and revenue recognition- Elaboration of reports through Cognos (routine and ad hoc)- Analysis of the expired base and customer consumption- Support the Renewal and Expansion sales cycle- Revenue generation initiatives (Base Reactivation, Modernization, Upsell, Cross Sell) Show less

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  Rocket.Chat

  Feb 2021 - Jan 2023

  Responsible for customer retention, increase customers base with upsells and cross sell, supportescalation and customer satisfaction within SMB Global accounts.My biggest achievements:- Achieved my upsell sales quota with agressive results (Q1´22 - 856.45% & Q2´22 - 135.19%)- Improved the renewal process and increased the rate of renewals closed on time for 100% in Q1 andQ2.- Expanded the average ticket of upsell deals in 40% and closed the biggest upsell deal of the SMBsegment in the company history in Q1´22- Collaborated with the technical team to build a better escalation process for the ticket of SMBcustomers and request for live sessions for technical questions.- Substantial reduction of the cancellation rate in the territory Show less - Support all the sales cycle (Pre-Sales, SDR, AE, PAM, AM, CSM)- Work focused within the sales team to reduce friction and increase value by guaranteeing data quality and process enforcement- Cross-functional support focused on the external customer and internal customer (sales, finance, tech support)- Operationalize contracts with specific customers needs (collaborate with the sales, finance and legal departments)- Elaboration of reports through Zoho Analytics (routine and ad hoc)- Support the enablement of the sales team- Suport the finance team during the billing process (standard contracts and specific contracts)- Deliver customer licenses and make a smooth post-sales transition (CSM and tech support)- Revenue generation initiatives (Upsell & Upgrade of license)- Business process optimization through the design and implementation of new process and constant improvement of current processes Show less

  • Account Manager - SMB Global Accounts

    Jan 2022 - Jan 2023

  • Sales Operations

    Feb 2021 - Jan 2022
• 

  IBM

  Jan 2023 - now

  As an Account Executive at IBM, I focus on customer acquisition (NCA) and expanding the use of IBM's Data & AI portfolio within existing accounts through cross-selling and up-selling. My role is centered on a high-potential territory segment (Select Territory), where I engage with customers across a defined region to drive growth and strengthen relationships. I collaborate closely with all levels of the organization — from end users to executive teams — ensuring that IBM’s Data & AI solutions are aligned with their business objectives and deliver measurable value.Quota Achievement:2024 FY: 213.04% Show less As a Subscription & Annuity Representative at IBM, I manage the renewal process for distributed (non-mainframe) software and SaaS subscriptions, with a strong focus on expanding the customer base. I actively identify and capitalize on growth opportunities, such as Cloud Pak solutions and other sales initiatives (OI), to drive long-term value for our customers. My role is centered on building and nurturing strong relationships with existing clients, ensuring their ongoing satisfaction with IBM’s subscription offerings, and helping organizations leverage new technologies to enhance their digital transformation.Quota Achievements:1Q'23: 95% (Top 1 Scorecard S&A - Brazil Recognition)2Q'23: 110% (Groove in the Heart Award Winner - Americas S&A Recognition)3Q'23: 156% (First to sell Watsonx modernization in Brazil)4Q'23: 174% (Top 1 Scorecard S&A - Brazil Recognition)1Q'24: 116%These achievements reflect my dedication to delivering outstanding results and expanding the impact of IBM's subscription offerings, while fostering lasting relationships and helping customers succeed in their digital transformation journeys.As a result of these accomplishments, I was promoted to the role of Account Executive for the Data & AI Business Unit (BU), where I will continue to drive growth and innovation through IBM's solutions in Data and Artificial Intelligence. Show less

  • Account Executive - Territory: Data and AI

    Apr 2024 - now

  • Account Manager - Subscription Annuity Sales

    Jan 2023 - Apr 2024